Impact of psychological characteristics of the object of influence on effectiveness of influennce

Latynov Vladislav Victorovitch

The article presents the results of an empirical study of psychological influence. It is shown that the psychological characteristics (socio-psychological adaptation, Machiavellianism, subjective economic well-being) of the person - the object of influence affect the effectiveness of the influence. The socio-psychological adaptation of a person turned out to be an important factor in its resistance to influence: the higher its level, the weaker the methods of explaining unethical behavior. In relation to Machiavellianism, the selectivity of the effects of influence was observed: some methods were more effective for people with high Machiavellianism, others with its low level. With regard to subjective economic well-being, the following regularity was noted: the higher the material wealth of a person, the more resistant he was to the action of various methods of influence.

Keywords:influence, unethical behavior, socio-psychological adaptation, subjective economic well-being, Machiavellianism.